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Overcoming Objections Takes Patience, Acknowledgment And Empathy For The Sale

§ March 18th, 2010 § Filed under Home Based Business § Tagged , , , , , , Comments Off

Being employed in a position that requires you to sell a product or service there are going to be customers who give an objection to the service you are selling. Overcoming Objections are simple when you learn to apply techniques that are directed towards understanding the customers apprehensions.

When a possible customer has an objection to the purchase of whatever it is you are selling, the majority of cases show they were listening to the sales pitch. What this means is if they are able to come up with a response as to why they should not buy, they have already been contemplating the idea and are trying to convince themselves of reasons why they no not need the item or service.

The majority of potential customers will use money as the reason not to purchase. The reason could be the price is too much or they are short on funds now. Provide an understanding response such I understand the difficulty situation you are currently in and I know you really want to purchase but cannot. Then use a question such can you afford not to switch to a product that will save you more money in the long run. Sometimes offering a trial period will convince them you believe in the product enough to give a trial.

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There are situations when the customer is truly unable to afford the service being offered due to contemplating another service. The main goal is to sell the idea of the item not the service itself. This will let the customer know the service will pay for itself over time and help them to make the decision to spend the money from something else on your product.

Another popular response is I am not in need of the service at this time or I am happy with my current provider. Provide a positive response such as I understand why you are dedicated to the other provider, they are a great company.

Tell them it is a good service and then use examples of comparing the two services. Offer a trial to compare the two and say I am so confident you will choose my product I am willing to loan you our product to prove the quality.

The use of comparable stories will almost always work. For example, if the reply is I am happy with the service I have been using for ten years. The response should be, I understand your dedication to the current provider and I admire that, however, I recently had a customer who had the same service for about the same amount of time and volunteered to try ours for one month and they are now one of our biggest customers due to the difference in products.

There will be times when nothing said or done will convince the customer to buy from you. Overcoming Objections in customer related situations will considerable help in the final close. The effective way to close the deal is to always avoid an argument or an offensive tone of voice. The customer does not want to feel as though they have been using the wrong service, simply that another form may prove more beneficial than what they currently use.

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How Do I Work With Someone Who Has An Ego?

§ March 18th, 2010 § Filed under Marketing § Tagged , , , , , Comments Off

Your ego goes to work whenever someone challenges your abilities, especially your abilities to take care of your business, your quick and instinctive reaction is to show them they are wrong! When using this tactic, be cautious not to damage the ego. EXTREMELY IMPORTANT: If you cause damage instead of creating a challenge, you are producing and air of indifference from your prospect.

Sports coaches use another challenge to the ego in a team environment. For instance during football practice one of the players is not giving it 100%, doesn’t make meeting on time, or makes the same mistake over and over, the coach has the perfect ego based solution. He call a team meeting explains to the teams what been going on with this particular player. He then has every one on the team except the guilty player run some laps. The punishment is a challenge to that football player’s ego. Situations like that only have to take place once to be persuasive for each member of the team.

We very often have challenging messages geared directly at our egos. As an example in a multilevel meeting, managers may say they only want to work with the “go-getters” and “people that can take action.” Teachers may phrase it to a student like this, “I’d like for you to do the advanced assignments.” I have even seen sales representatives attack their prospect with a subtle suggestion like, “I guess you don’t have the authority to make that decision.” You should see the egos come alive.

Another way is to give people credit for things they don’t know. When you do this they will generally say nothing and allow you to believe them to be smarter and more aware than they really are. Then they will try to live up to the undeserved credit you have just bestowed upon them, just so they can lead you to believe they are really smart. Here are a couple more phrases that are direct challenges to our egos, “You probably already know….” or “You will soon realize…”

When it comes to persuasion we are faced with a very tricky task of building up the egos of our prospects and placing our egos on hold. To be effective at persuasion you have to let go you your ego and focus on the objective at hand. You don’t want to have to deal with a bruised ego. So check your ego at the door and remember your overriding purpose is on persuasion and not you.

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